Revenue Operations Analyst

At Botrista, we are revolutionizing beverage culture with intuitive, Nature-guided drink-making technology. By empowering restaurants and establishments to expand their menus without added complexity, we are driving growth and innovation at the touch of a button. Awarded as one of the Best California Startups in 2023, our solutions create a new industry category, applicable to any cuisine, demographic, and business. With rapid deployment of our machines nationwide, we are delivering extraordinary beverage experiences to customers everywhere.

Botrista is seeking a highly analytical and commercially minded Revenue Operations Analyst to help us better understand what drives revenue growth, customer performance, retention, and profitability across the business.

Reporting to the Revenue Operations Manager, this role will serve as a shared analytical resource across Revenue Operations, Commercial Planning, and Finance. The Revenue Analyst will connect data across Sales, Account Management, customer performance, deployments, operations, and financial results to identify trends, explain performance, uncover opportunities and risks, and support better business decisions.

This is not simply a reporting role. We are looking for someone who is naturally curious, comfortable digging into complex data, and able to move beyond what happened to understand why it happened and what we should do about it.

The ideal candidate combines strong analytical and technical skills with commercial judgment and can translate complex analysis into clear, actionable insights for business leaders.

Requirements

• Analyze revenue performance against plan and identify the underlying drivers of variances.
• Evaluate new customer revenue, recurring ingredient revenue, same-store performance, customer retention, expansion, cups sold daily (CSD), deployments, and other key revenue drivers.
• Develop cohort and segmentation analyses across verticals, customer types, sales channels, territories, deal structures, acquisition sources, and other relevant dimensions.
• Identify emerging trends, risks, anomalies, and growth opportunities before they become obvious in topline results.
• Partner with Revenue Operations, Commercial Planning, and Finance to develop a consistent view of commercial and financial performance.
• Translate analysis into clear recommendations and business actions.

• Analyze pipeline health, coverage, conversion, sales velocity, win/loss performance, quota attainment, and seller productivity.
• Evaluate lead sources, territories, customer segments, ICP performance, and sales motions.
• Support analysis of sales capacity, territory design, quotas, and resource allocation.
• Measure the downstream quality of customers acquired by Sales, including deployment, utilization, recurring revenue, retention, and expansion.
• Support deployment and revenue forecasting and analyze forecast accuracy over time.

• Analyze CSD, ingredient consumption, recurring revenue, account health, attrition, and expansion across the installed base.
• Identify leading indicators of customer growth and churn risk.
• Develop customer cohorts and account segmentation to identify which characteristics correlate with strong long-term performance.
• Analyze Account Management interventions to determine which activities actually improve customer revenue, retention, and expansion.
• Help develop data-driven account prioritization and opportunity/risk scoring.
• Quantify revenue at risk and potential revenue upside across the existing customer base.

• Help develop a holistic view of customer value across the full lifecycle:

Sale…